Account Executive Sales

Title:Lee Hecht Harrison

abpukb@r.postjobfree.com

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Name: Cassandra Mendenhall

Address:

City: Dallas

State: TX

Zip/Postal Code: 75214

Country:

E-mail: abpukb@r.postjobfree.com

Primary Phone:

Background

Most Recent Job Title: Sr. National Account Executive

Most Recent Employer: Merck & Co., Inc.

Career Level: Senior (Non-Manager)

Availability or Timeframe: Immediately

Authorized to work in the US: Yes

Security Clearance:

Do you have transportation: Yes

Over 18: Yes

Education: MBA

Languages Spoken: English

Job Preferences

Desired Salary: Open

Willing to Relocate:

Desired Job Titles:

Desired Job Types: Contract, Employee

Work Status: Full Time

Desired Shifts:

Desired Travel:

Category: Health Care Management, Health Care Delivery, Marketing, Sales/Business

Development, General Management and Administration

Company Size:

Company Type:

Industry: Biotechnology, Health Care / Social Assistance, Pharmaceuticals

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Copyright c 1997- Lee Hecht Harrison, Inc.

Cassandra Madrid Mendenhall

5908 Swiss Ave., Dallas, TX 75214

abpukb@r.postjobfree.com

Cellular: 214-***-****/ Office: 214-***-****

SUMMARY

Highly accomplished Senior Account Executive with proven experience in managed care,

sales, account and project management, business development, contract negotiations,

strategic planning, marketing and customer service with a strong drive for excellence and

winning results. Background reflects consistent strengths in launching new products and

services, establishing and growing a loyal customer base and turning underachieving

geographies into highly profitable business enterprises within extremely competitive

markets. Consistently surpassed sales objectives within multi-million dollar managed care

organizations including a $100M account, integrated health networks, physician groups and

TX Medicaid. Repeatedly created new business opportunities for market expansion and

finished #1 in growth for all promoted products in the country.

SELECTED ACHEIVEMENTS

2001 Customer Award: Best Account Manager (Health Industries Research Center)

2005 Special Achievement Award, 2001 Master s Club Recipient and 1990 winner of the Vice

President s Club Award

Winner of the National Managed Care 2000 Integration Award, 1999 Most Valuable Peer

Award, 1998 Jose Ponce Memorial Award, 1996 SWOT Team Award and 1995 Team Work Award

Winner of several sales awards including 1994, 1991, 1990 Top Performer, 1994 Achievement

Award and 1992, 1987 Leadership Award

Recipient of 25 Awards for Excellence

MAJOR ACCOMPLISHMENTS

Merck & Co., Inc

.

Senior National Account Executive, HMO/PBM Dallas, Texas

6/00

to 10/08

Managed and implemented mutually beneficial business relationships between Merck

stakeholders and assigned managed care accounts including TX Medicaid which led to

stronger partnerships within senior management and the ability to maximize the business

derived from these accounts

Developed and led the multi-disciplinary customer teams which included managerial and

executive representation from Customer Marketing, Field Sales, Medical Directors, Product

Marketing, Health Management Services, Medical Group Account Managers, Employer Account

Executives, Pharmacy Account Executives, Government Affairs Director and other areas to

identify opportunities for Texas which successfully positioned Merck products in the

region

Provided leadership and direction to field sales to further integrate promotional

activities and marketing & sales strategies for all key products in support of targeted

customers resulting in increased market share throughout the state of Texas

Identified and developed partnership opportunities with all customer executive teams

Exceeded Product Performance Objective (109.5%) for all primary care brands plus highest

growth (12.6%) in the nation (2007

)

National Account Executive, Provider Organizations Dallas, Texas

6/98

to 6/00

Created, developed and implemented the National Account Executive Provider Organization

position for the South Central Region Business Group (SCRBG)*

Developed business relationships with board of directors, executives, officers and other

key individuals for targeted physician organizations which enabled Merck to claim

preferential access between the customer and the Merck sales force

Implemented and managed the Triad Concept of bringing together the Managed Care

Organization/Physician Group/Employer relationship which led to market expansion and

contract pull-through with Managed Care customers. The success of the Concept was

recognized by the Merck President and CEO as well as physician group leaders

Cassandra Madrid Mendenhall, Page 2

Manager, Planning & Support Dallas, Texas

1/97

to 6/98

Created, developed and implemented the Manager, Planning & Support position for the

SCRBG*

Provided data management support to the South Central Managed Care Team (10 states) to

maintain and improve access to Merck products within the top 20 managed care customers

Monitored, analyzed and interpreted business trends/market events which assisted account

executives, senior/executive directors and senior management in business development and

strategic planning

Designed and maintained a process to collect and synthesize business intelligence and

communicate information to managed care team, field sales and market development executive

teams, corporate support groups and VPs

Managed profit plan (approximately $5M) for SC Managed Care team

Corporate Account Executive

Dallas, Texas

1/95

to 12/96

Created, developed and implemented the Employer Account Executive position for the SCRBG*

Assisted in market expansion and contract pull-through with managed care customers by

leveraging the Managed Care Organization/Physician Group/Employer relationship

Evaluated potential prospects and initiated sales process for Pharmacy Benefit Services

to Payors

Contributed to sales of Merck products by utilizing forecasting tools to implement

specific employer initiatives such as educational programs, wellness, etc.

Created opportunities for Health Management Services to implement disease management

programs at targeted employer accounts which led to market expansion and increased market

share for key promoted products

*Developed and implemented the first South Central Region Business Group positions for

the following: Corporate Account Executive, Manager of Planning & Support and National

Account Executive Provider Organizations.

Assisted in creating the strategy, training, resources and identification of targeted

accounts for all Corporate and Provider Account Executives in the country.

Associate, Professional and Senior Sales Representative Abilene and Dallas, Texas

10/85

to 12/94

Responsible for launching and growing all products to office-based practices, acute care

settings and military facilities

EDUCATION

University of Dallas Graduate School

Irving, Texas

MBA

in Business Management 1991-1993

Sigma Iota Epsilon National Honorary and Professional Management Fraternity

The National Dean s List

Who s Who Among Hispanic Americans

Texas A&M University College

Station, Texas

BS

in BioMedical Science 1980-1985

AFFILIATIONS

Texas Diabetes Council

Texas Association of Health Plans

Texas Pharmacy Association

DFW Business Group on Health

Asthma Coalition

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